- B2B
- Scale StageRapidly increasing operations
- Top InvestorsThis company has received a significant amount of investment from top investors
- +1
Senior Account Executive, Enterprise
- Full Time
Not Available
About the job
At Emburse our mission is to help make our users’ lives – and their businesses – better. We are dramatically transforming how organizations manage corporate expenses and invoices. We humanize work by automating manual tasks and saving users’ time, so they can focus on what matters most – their family, community, or more rewarding work. We help CFO’s give their employees a simple and amazing experience while ensuring compliance and reducing costs. Our solutions are tailored for companies from start-ups and SMBs to enterprises such as Microsoft, Pinterest, Bosch, Bill & Melinda Gates Foundation, and Estee Lauder. We have more than 18,000 customers and 12 million users globally.
Account Executives will focus on finding and closing deals with companies over 500+ employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals.
Essential Functions
- Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing
- Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)
- Develop a strong understanding of the territory, competitive offerings, and marketplace. Responsible for developing and executing a strategic territory plan
- Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition
- Develop influential relationships and sales leads through partner/channel and other open networking efforts
- Effectively demonstrate Emburse SaaS solutions with strong presentation skills
- Effectively lead sales opportunities throughout the entire sales process
- Collaborate with sales management on sales opportunities and obstacles
- Promote partner sales development efforts by meeting and communicating with Channel Partners regularly
- Participate in company-organized sales and marketing events as required
- SME in Expense Management
- Work both inbound and outbound leads to generate a robust pipeline of large-size businesses
- Present Emburse's solutions via web presentation to potential clients
- Learn and develop new, creative sales techniques and strategies
- Position yourself to understand the AP, Expense and Business needs of a Mid Market/Enterprise level business as assigned
- Meet or exceed monthly sales targets according to sales plan
- Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives
- Participate in weekly sales meetings and articulate market feedback to management
- Assess market opportunities and develop territory plan to meet revenue objectives
- Range of $750K-$1.3M Yearly Quota
Education
- Preferred: Undergraduate College Degree, equivalent years of relevant experience may be substituted for Undergraduate College Degree
Experience - Required
- Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling to companies with 1000-5000+ employees
- Proven track record of closing six-figure ARR license deals
Experience - Preferred
- Proven track record of consistently finishing above annual quota
- Knowledge of travel and expense and/or AP/Payments management industry highly preferred
- Experience selling to finance personas
- Experience with MEDDPICC, Challenger Sale
Additional Eligibility Qualifications
- Strong prospecting skills
- Ability to set, manage and document agreed outcomes of successful meetings
- Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations
- Strong presentation skills
- Excellent communication skills, including one on one, small virtual setting and in front of a larger group
- Ability to analyze processes to determine the best solution fit
- Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency
- Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse
- Ability to work with internal and external partners to a mutually agreed outcom
- Communication
- Attention to Detail
- Time Management
- Emotional Intelligence
- Active Listening
- Sales Execution Resourcefulness
- Discover Issues, Needs and Pain Points
- Quantify and Articulate Value
- Overcome Objections
- Prospecting (research and outreach)
- Solution Development
- Establish Executive Sponsorship
- Negotiation
- Upselling and cross-selling
- Data Analysis
- Relationship Building
About the company
Emburse
- B2B
- Scale StageRapidly increasing operations
- Top InvestorsThis company has received a significant amount of investment from top investors
- YC FundedStartup funded by Y Combinator